Illumio is seeking a Solution Engineer – Inside Sales Support (ISR) to be the technical heartbeat of our high-velocity, digital-first sales motion. You will partner closely with Inside Sales Representatives to qualify opportunities, deliver compelling demos, execute proofs of concept, and build technical trust at scale.
What You'll Do
- Partner with ISRs to qualify opportunities quickly, align on desired business outcomes, and advance deals from first meeting to demo, PoC, and close.
- Develop and nurture technical relationships across assigned segments; influence preference for Illumio’s solutions by translating complex concepts into clear, outcome-oriented narratives.
- Deliver compelling demos and micro demos tailored to ISR cadences (email, video, webinar) using customer stories and use case driven flows.
- Execute remote PoCs efficiently, setting clear success criteria, timelines, and exit plans that align to MEDDPICC and value selling frameworks.
- Enable the ISR motion with reusable assets: discovery guides, demo scripts, objection handling playbooks, ROI snippets, and talk tracks.
- Contribute to demand programs—present in live webinars, virtual events, and assist with trade shows, expos, and symposiums.
- Author thought leadership (blogs, briefs, white papers) that elevate Illumio’s point of view on Zero Trust Segmentation and ransomware mitigation.
- Support partners on enablement and co-sell deals to maximize mutual benefit, especially in channel-led motions.
What We're Looking For
- 10+ years in the industry.
- 5+ years in a pre-sales capacity (customer-facing technical roles).
- Outstanding presentation skills for both technical and executive audiences.
- Ability to connect a customer’s specific business problems to Illumio’s solutions and move with urgency in a digital-first sales rhythm.
Nice to Have
- Experience supporting Inside Sales / high velocity motions and enterprise accounts.
- Domain expertise in one or more of: cloud migration strategies; services offered by major CSPs; cloud native development; containers & orchestration; Infrastructure as Code.
- Understanding of the software development lifecycle and tooling for cloud native applications; ability to articulate architectural trade-offs.
- Development or scripting experience.
- Familiarity with APIs and automation methods.
- Knowledge of risk-based assessments and frameworks; experience administering Windows and Linux.
- Comfort with MEDDPICC/value selling.
- Proficiency with Salesforce and ISR-centric tools such as LinkedIn Sales Navigator, 6sense, Clari, Outreach, Gong (or equivalents).
- Certifications: CISSP, CCSP, CCIE, AWS Certified Security – Specialty, Microsoft Certified: Azure Security Engineer Associate, Certified Kubernetes Security Specialist, etc.
Team & Environment
This role is dedicated to the Inside Sales organization, partnering closely with Inside Sales Representatives (ISRs) in a digital-first sales motion.
Benefits & Compensation
- Medical, Dental, Vision Coverage
- Health and Dependent Savings Accounts
- Life and Disability Programs
- Paid Parental Leave
- Voluntary Benefit Programs
- Company Sponsored Wellness Program
- Wellness Reimbursement Program
- Retirement Savings
- Equity Opportunities
- Paid time off and Paid Holidays
- Employee Incentive Program
Work Mode
This is a remote position.
For roles in San Francisco and Los Angeles: Pursuant to the San Francisco Fair Chance Ordinance and the Los Angeles Fair Chance Initiative for Hiring, Illumio will consider for employment qualified applicants with arrest and conviction records.
